MASTERS OF MEDDICC
Masters of MEDDICC is a show where the world's best sales professionals are interviewed about all things enterprise sales and in particular relating to the MEDDIC framework, including MEDDICC and MEDDPICC.
Andy Whyte The founder of MEDDICC™ and the author of the five-star rated “MEDDICC’ book, it’s no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™.
Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organizations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales.
Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.
MASTERS OF MEDDICC
Masters of MEDDICC - Caroline Franczia, Columnist, Board Advisor and startup/scaleup CEO whisperer - Episode #10
Today on Masters of MEDDICC, we welcome Caroline Franczia to the show.
Caroline Franczia has had a succesful career spanning over 15 years in the sales industry, working at brands such as Sprinklr, Datadog and Confluent. Caroline is known for shaking the ground of the tech scaleup world with a revenue architecture approach. A regular columnist for Maddyness, she’s a board advisor, Speaker, startup/scaleup CEO whisperer, and the founder of Uppercut First and we're extremely excited to have her on our podcast!
In this episode, Caroline shares her experience around moving from Individual Contributor to Leadership, how best to manage a team full of your ex-peers and how businesses should take a leap of faith and increase ACV instead of increasing opportunities.
“…My first advice, you're not ready”
[00:00] Introduction to Caroline
[01:47] Stepping into Management
[07:59] Going from IC to Leadership, and managing your ex-peers
[10:52] Managing a team and understanding their triggers
[14:55] Starting a leadership role with experience
[18:49] Pipeline generation and MEDDICC
[26:57] Implementing MEDDICC - Strengths and weaknesses